Active Interview: Selling Yourself
First impressions are crucial
Be well groomed and look professional. Don't overdo the make
up, cologne or perfume. While this may seem obvious, employers
say appearance will either disqualify a prospective employee
immediately or move the applicant along to the next level.
When in doubt, it's better to dress too conservatively rather
than too casually. Before you walk in, take a few deep breaths
to calm your nerves. Give a firm -- not a limp or bone-crushing
handshake.
Confident body language
Appear confident and relaxed during the interview and use humor
where appropriate, especially to defuse inappropriate or touchy
questions. Avoid stiff, canned speeches. Show respect for the
recruiter's time. If the interview is only 30 minutes, for
instance, don't give eight-minute answers. Be aware of your
body language. Don't cross your arms or fiddle nervously with
a pen or piece of paper. It's OK to lean forward to make points.
You want to be natural yet convey energy and initiative.
The pace
Let the interviewer establish the pace. Don't interrupt or ask
questions at this point. You don't want to come across as overly
aggressive. Listen carefully. There will come a time to ask
questions, and this is when you can demonstrate your range
of knowledge about the company, its products and how your skills
and experience fit their needs.
Be enthusiastic
Enthusiasm is often the significant factor in hiring. Recruiters
respond to a candidate's enthusiasm about a job. They want
team players, yet they also want someone who comes in with
new ideas and eagerness, -- unlikely to be found in an employee
who's had a dozen similar jobs and who may be nearing burnout.
Talking money
While salary may be uppermost in your mind, remember the cardinal
rule of negotiating: Never, ever bring up money until they
do. If the interview is drawing to a close and money hasn't
yet been mentioned, it's OK to say "Can you give me some idea
of what the salary range might be?" If the employer names a
low figure, explain that you know people in your profession
are paid from X to Y and that with your skills and experience,
you would, of course, want to be paid near the top of that
scale. Employers are more likely to respond favorably if you
emphasize how you can help the company's bottom line. And that's
where doing your homework comes in handy in stressing why your
skills are worth top dollar.
Repeat, restate, reiterate
As you shake hands goodbye, restate the key message that you
want the job. That won't cinch things, but it will set you
apart from the pack, experts say. One good approach is to say, "Steve,
you've given me a great picture of ABC Company and it just
confirms in my mind that ABC Company remains my first choice.
Working for you is something I'd really like to do. Thank you
for taking the time to meet with me. If there's any other information
you need, please give me a call."
Closing the deal
If you reach the point in the interview where you've agreed on
money, don't walk out so starry-eyed that you forget to get
it in writing. If the employer doesn't provide this, compose
your own letter. Start by saying thank you, then continue, "Here's
what I think we discussed."
Interview follow-up
Send a short thank-you card after the interview. Your note will
land on the recruiter's desk at a crucial time and remind him
or her that you remain enthusiastic and interested. Even if
you don't get the job, wait three weeks, then send a card.
It's possible that the chosen candidate changed his or her
mind due to issues such as housing costs, schools or climate.
And again, your note will remind the recruiter of your availability
at a crucial time. Alternately, the recruiter might recommend
you for another job or a second position that opens up. The
letter could say something like: "I really appreciated the
chance to talk to you. I'm sorry things didn't work out but
I'm still very interested in case something opens up."
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